Mustafa MOHAMMED

Responsible for acquisition and upsell across key accounts in NSW. Targeting mid- to large entities (200–3500) seats. Offering CyberCX’s end-to-end cyber security services with a sales cycle of 3–12 months.

• Managed key-named accounts across NSW to identify new opportunities and ensure customer satisfaction. Key accounts such as Western Sydney Airport, Bega Group, Merivale Group, Southern Cross Austereo, Teacher’s Mutual Bank, RGF Staffing.
• Partnered closely with key vendors across ANZ to deliver value to customers, such as Zscaler, Crowdstrike, Splunk, Microsoft.
• Account-mapped key accounts with CEO and VP of Sales, ensuring strategic execution of sales strategies.
• Educate customers around CyberCX portfolio and align with areas where CyberCX can deliver value.
• Engaged with C-level executives monthly around guidance and insights into cyber security threat landscape.

Achievements:

• Pipeline generation competition winner Q3-Q4
• Achieved 135% against quota in FY23.
• Closed a 3-year MSS deal with a global staffing organisation worth $1.1 million AUD TCV.
• Achieved a close rate of 60%-win rate in FY24.
• Collaborating with JP (CCX CEO) and putting together a strategy to bring Western Sydney Airport as a customer after 14 months of negotiations, as DXC being their preferred partner previously.
• Boosted client satisfaction by developing and maintaining strong relationships through effective communication.

The core responsibility of this role is to contribute to sales growth and advance security-centric relationships within new and assigned accounts. Targeting mid- to large entities ranging from 25 to 1500 seats, with a sales cycle of 3–12 months.

Generated new business with marketing initiatives and strategic plans.

• Support leadership with building strategy, operational plans, and determining investment decisions.
• Coordinate proposal delivery, acceptance, and handover to delivery.
• Participate in event opportunities such as conferences and PR generation.
• Reached out to potential customers via telephone, email, and in-person inquiries.
• Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
• Developed customized solutions for clients based on deep understanding of their unique pain points, delivering exceptional value, and driving repeat business.

• Generated new business through multiple streams.
• Worked closely with Channel to map out key sales strategies.
• Established relationships with key decision-makers within customer's organization to promote growth and retention.
• Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
• Mentored junior team members in effective sales techniques, fostering a high-performance culture within the organization.
• Delivered compelling sales presentations to prospective clients, highlighting unique value proposition of our products and services.

Responsible for new business, selling Nvoi’s leading Enterprise Level Contractor Management platform directly into the IT, Marketing and Finance sectors. Solutions functionalities included: Open Market Place for Creative digital and technical freelancers and contractors, Payroll, Contractor Management platform. Sales cycle ranged from 1 to 12 months. Solutions were sold at board level mainly with Marketing and IT departments being key in influencing the decision-making process.

Initially responsible for driving and promoting Infotrack’s Integrated searching and innovative services for businesses and professionals across all legal, conveyancing, accounting, banking, finance, insolvency, surveying, mercantile and government sectors. Worked alongside Client relationship managers, Integration Managers and Product Engineers, to drive potential clients into using Infotrack’s innovative platform.

• Overall Sales Performance – 124% over 1.5 years